Your AWS account team will soon send you an offer, and whatever you sign stays on your P&L for years. I model the commitment, mark up the term sheet and write the negotiation brief. Your team leads the sessions with AWS. I brief you before each one and debrief after, so the deal still works when next year's forecast arrives.
The commitment, the term and the discount. What usually decides the deal is which spend counts as eligible, how the discount stacks with your Savings Plans and Reserved Instances, and what happens in a year you fall short. Savings Plans and RIs apply first, so the EDP percentage lands on the already-discounted bill: 10% off a bill that Savings Plans cut from €800k to €380k is €38k, not €80k.
A ramp or a level commitment, one rate or tiers, one year or several. Credits often ride alongside the discount, and the contract decides whether they count toward the commitment. 7% off €3M of eligible spend is €210k a year, but only if the definition of eligible spend doesn't carve out half your bill. I model the combinations before you sign.
Auto-renewal, notice periods, shortfall and flex provisions, exit language, and how Marketplace purchases count, typically up to 25% of the annual commitment in recent agreements and set in the agreement itself. An unread renewal clause can roll the agreement over for another year at last year's number.
What an EDP and a PPA are, and how they differ, is in the guide: AWS EDP and PPA: the Enterprise Discount Program guide.
AWS publishes no eligibility rule. I work from about €1M a year of AWS spend, in one account or across several. Below that, an agreement often costs more than it saves.
Not sure you qualify yet? Take the EDP eligibility checklist
Step 1 of 5
30 minutes, free. Your AWS spend, the offer on the table, the renewal date and what a good outcome looks like. Bring the numbers from Cost Explorer if you have them.
Step 2 of 5
Usually within two business days. If the deal is too small to justify the fee, I tell you that instead.
Step 3 of 5
Two to four weeks. I normalise 12 to 24 months of billing data, separate what Savings Plans and RIs already cover, and build three to five commitment scenarios, each with a walk-away number.
Step 4 of 5
Three to eight weeks. Your team leads each session with AWS, with procurement and finance in the loop. I brief you the evening before and debrief the evening after, and I update the model between rounds. Your team signs the agreement.
Step 5 of 5
A one-page recommendation for your CFO or board, then support through the first commitment check-in, so forecast drift doesn't turn into a shortfall invoice.
A standard renewal takes 4 to 10 weeks end to end. Deals across several entities, or tangled up with Marketplace commitments, take longer.
from €4,000
or a share of first-year contract savings
Excl. VAT. EU businesses with a valid VAT number are invoiced reverse-charge.
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Three to nine months before the renewal date, or twelve for deals above €5M or across several entities. AWS plans its side early, and a buyer who starts late usually gets the default offer.
Four to ten weeks from kick-off to signature for a standard renewal: two to four weeks of modelling, then three to eight of negotiation. If you have three weeks, say so on the scoping call and I'll scope to what fits.
A fixed fee from €4,000, an agreed share of first-year contract savings, or for larger deals a smaller fixed fee plus a reduced share. The terms are fixed in the proposal before work starts, and AWS pays me nothing.
Your renewal date, your annual AWS spend, whatever AWS has already sent you, and read-only access to billing: Cost Explorer and the Cost and Usage Report. Read-only access is enough for the whole engagement.
Your team leads every session with AWS. I build the model and the brief, prepare you before each session and debrief afterwards, in evening slots. If AWS schedules a session outside office hours, I can join it.